Territory Manager - Urological/Continence - Southern California & Las Vegas

Job Function Summary

The Territory Manager is responsible for achieving territory sales objectives through selling activities which include cultivating business partnerships with key decision makers, services, driving market share and sales growth. The Territory Manager will target key customers by selling Comfort Medical’s service portfolio.

Major Areas of Accountability

Business Acumen

• Effectively engage all targeted accounts as well as develop and execute a clear and logical plan to achieve overall territory sales objectives
• Develop and implement strategies to maximize territory and company objectives, including analyzing key sales and marketing data to determine the most leverageable opportunities in the territory
• For all targeted accounts, understands customer's environment, including who the clinical, financial and other key decision makers are, their key issues/concerns, including challenges and opportunities for Comfort
• Ensures timely advancement of the sale process with all targeted accounts achieving/exceeding the annual minimum required contract commitments
• Identify and target potential growth opportunities with community-based programs with continence- based users
• Responsible for demand generation for assigned rehab centers and urology practices within the territory

Selling Skills:

• Support community support groups and mentor newly injured patients in transition from rehab to home

• Demonstrates consultative selling skills to uncover customer strategy and presents value proposition including financial and clinical impact
• Plans daily call routine to ensure appropriate coverage of key accounts given sales time allocation, sales potential, geographical location, development of sales process, etc.
• Utilize all available tools to maximize sales growth, marketing directives, sales reports and educational materials
• Knowledgeable of competitive activity and sales volume in each targeted account
   

Relationship Building:

• Retain and grow business within current customer base by identifying opportunities and help formulate sales strategies
• Develop and maintain long-term relationships that lead to increasing use of Comfort Medical as provider within target accounts
• Develop and maintain productive cross-functional relationships to share knowledge and leverage synergies within the organization, including Coloplast field sales
   

Clinical Knowledge and Self Development:

• Clear understanding of clinical and technical product knowledge
• Strong understanding of competitive activity and products as well as knowing current market trends and industry information
• As required, attends industry related meetings/events for business development opportunities i.e. UOA meetings, trade shows, WOCN meetings

Administrative:

• Organize and manage information utilizing CRM tool as directed
• Maintains current records and administrative duties, including sales reporting and expense management

Essential Qualifications

• Bachelor’s degree required
• Minimum 3 years of successful sales experience in the medical field strongly preferred
• Willingness and ability to travel, including overnight - 25% - 50%

Required Knowledge, Skills, Abilities

• Strong Interpersonal and relationship building skills
• High attention for detail and follow through
• Exceptional listening skills
• Proficient in Microsoft Office applications including Word, Excel and PowerPoint
• Demonstrate effective time and territory management skills, administrative capabilities and effective written and oral communication capabilities
• Personifies Comfort Mission and Values